The human tendency toward reciprocity is one factor that contributes to the success of the _____ compliance techniques.

Question

Quizplus · Accepted Answer

The human tendency toward reciprocity, or the desire to repay others for what they have provided, is a key factor in the effectiveness of compliance techniques. The "that's-not-all" technique, where the requester adds something to the original offer before the person has a chance to respond, and the "door-in-the-face" technique, where the requester makes a large request that is likely to be turned down before making a smaller request that is more likely to be accepted, both rely on reciprocity. The other techniques, while still effective in certain situations, do not rely as much on reciprocity in their success.

The Human Tendency Toward Reciprocity Is One Factor That Contributes